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Case Study 4
Scaling a 40-Year-Old Business (For-Profit)
From chaos to cadence: material growth, happier teams, and a GTM engine that sticks.

Results at a glance
Dock OT down ~85% • Past-due A/R to manageable • CSAT up ~20% • Retention up; channels performing

Context
Visionary founder + ad-hoc execution created priority collisions and uneven follow-through.

​Artifacts
Operating Model & cadence • BI & scorecards • CX playbooks • Budget & COGS model • A/R policy suite • Order cut-off & close calendar • SS-CMMS + capex Gantt • ICP & journeys • Predictable Revenue model (SDR scripts, MQL def + SLA, sales playbook, pipeline cadence).

Before
No consistent rhythm • Limited KPI discipline • CX split across teams • Safety/retention challenges • Flat growth squeezing profitability

What we did
Strategy → Execution: 
Weekly staff 1:1s • OKRs • Start/Stop/Continue • BI auto reporting • Unified Customer Experience org

 

Financial & Ops: 
Budget & COGS model • A/R credit & terms policy • Order cut-offs • SS-CMMS • CapEx Gantt

Marketing & Growth: 
Predictable Revenue model with SDR outbound (flat-fee per qualified warm lead) + AM expansion; MQL definition & same-day MQL to Sales SLA; sales playbook; weekly pipeline reviews; new channel to 5% of total revenues in year 1